The Easiest Sale

Many of you reading this are wondering where to get more sales.

There are only 4 possibilities for creating more sales. In order of the easiest sale they are:

1. Sell an existing product to an existing customer
2. Sell a new product to an existing customer
3. Sell an existing product to a new customer
4. Sell a new product to a new customer

In many cases there are great existing customers who know you, like you and trust you but just aren’t ordering much of the current products you have been selling them.

The next easiest sale is to sell new products to these customers that know you, like you and trust you.

This is the reason why some folks have had great success selling PPE. Their strength of relationships with existing customers earned them opportunities and orders for PPE items.

However, most PPE sales are getting harder to find for many distributors. Most masks are available in abundant supply.

Now what?

The answer is easy. Reach out to your customers that know you, like you and trust you and find out how else you may be able to help. Most likely your customers are also buying commercial printing and custom packaging. Truth is that is you are not currently selling these products you really should be. If your sales are down now is a great time to learn to expand your product offerings and reach out to your best prospects: your current customers.

Greg Muzzillo

About The Author

Greg Muzzillo started Proforma as an industry distributor in 1978. The company grew quickly and in the early 1980s Proforma was recognized for three consecutive years on Inc. magazine’s list of the 500 fastest growing companies in North America. In the late 1980’s Proforma introduced its membership program to enable distributors to retain their business ownership and independence, and to share in sales and marketing resources, purchasing power with industry suppliers, one back office including all billing, accounting, vendor payments, cash flow, computer systems and more. Today Proforma has more than 750 members with over $500 million in sales. Proforma has over 100 members in its Million Dollar Club and more than 40 members in its Multi-Million Dollar Club (With sales ranging from $2 million to over $26 million). In 2014, eight Proforma members were named to Inc. magazine’s Inc. 5000 List of the 5000 Fastest Growing Companies.